Why Won’t He Listen? An All-Too-Common Example of Failed Influence—And How Using the Influence Model Could Have Helped

This is an example where a manager is completely frustrated by a colleague’s behavior, despite his best efforts to change it. We show how the manager’s failure to think about what might’ve been important to the colleague prevented the manager from gaining the kind of influence that he wanted.

To obtain this case for teaching purposes, without watermark and analysis, contact Allan Cohen at cohen@babson.edu

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